Popular Sales Lead Distribution Methods
Posted: Tue Jan 28, 2025 3:59 am
If you’re struggling to define how new leads are being assigned to your reps, you have a problem.
The solution—set up a lead distribution system for your team.
Of course, that’s easier said than done. After all, with so many options for lead assignment and routing, how can you set up something simple, transparent, and fair to each of your reps?
We sat down with Nick Persico, Director of Sales at Close, to help us understand exactly what lead distribution is, how it works, and how sales managers can simplify the process to help their reps close more deals.
What is Lead Distribution?
Lead distribution is the process of assigning new leads to your sales reps. You can do this manually or use automation software to route leads to the right reps. An effective lead distribution process should assign leads relatively to your reps and be simple enough to explain transparently to the whole team.
Lead distribution is part of the early stages of your lead management process. First, you generate new leads. Next, you send them through preliminary qualification and lead scoring.
Once this is done, you can distribute the right leads to benin telegram data the right reps on your team. Then, each rep can see which leads they’re supposed to follow up with and focus on closing those leads.
Lead distribution in the sales process
So, what methods can sales leaders use to assign leads?
Lead distribution can either be done manually or automatically. If you're manually assigning leads, there are basically two ways of going about it:
Picking from the lead pool: In this scenario, incoming leads are dumped into the CRM, and reps cherry-pick the leads they want. This means either the fastest rep wins the best leads, or a blind pull system can be set up where reps only see lead details after accepting the lead.
Manual assignment: Directors of small sales teams may choose to assign each new lead as it enters the system manually.
If you’re a startup founder or sales manager, and you're dealing with a low number of leads, you’ve probably been assigning leads manually (or simply handling them yourself).
However, scaling your sales efforts and team size will quickly become disorganized and difficult.
The solution—set up a lead distribution system for your team.
Of course, that’s easier said than done. After all, with so many options for lead assignment and routing, how can you set up something simple, transparent, and fair to each of your reps?
We sat down with Nick Persico, Director of Sales at Close, to help us understand exactly what lead distribution is, how it works, and how sales managers can simplify the process to help their reps close more deals.
What is Lead Distribution?
Lead distribution is the process of assigning new leads to your sales reps. You can do this manually or use automation software to route leads to the right reps. An effective lead distribution process should assign leads relatively to your reps and be simple enough to explain transparently to the whole team.
Lead distribution is part of the early stages of your lead management process. First, you generate new leads. Next, you send them through preliminary qualification and lead scoring.
Once this is done, you can distribute the right leads to benin telegram data the right reps on your team. Then, each rep can see which leads they’re supposed to follow up with and focus on closing those leads.
Lead distribution in the sales process
So, what methods can sales leaders use to assign leads?
Lead distribution can either be done manually or automatically. If you're manually assigning leads, there are basically two ways of going about it:
Picking from the lead pool: In this scenario, incoming leads are dumped into the CRM, and reps cherry-pick the leads they want. This means either the fastest rep wins the best leads, or a blind pull system can be set up where reps only see lead details after accepting the lead.
Manual assignment: Directors of small sales teams may choose to assign each new lead as it enters the system manually.
If you’re a startup founder or sales manager, and you're dealing with a low number of leads, you’ve probably been assigning leads manually (or simply handling them yourself).
However, scaling your sales efforts and team size will quickly become disorganized and difficult.